1. Not Your Grandma’s Direct Mail

2. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org Examining our assumptions: DATA Do you know … What kind of information is being collected internally throughout your organization? Who’s collecting it? Where is it being stored? Can you access it? What restrictions are there on the use of this data? Do you have a handle on the flow of data in your organization? 2

3. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org Examining our assumptions: DATA 3 Analysis and segmenting. Storage and progressive solicitation management. Programming and upgrading Discounting and tracking. Vendor capabilities

4. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org Examining our assumptions: DATA Why Does All This Matter? ◦ Refined timing ◦ Improved segmenting and individualization options ◦ Multi-media synergies within reach ◦ Better tracking and refined methodology 4

5. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org Examining our assumptions: TIMING Going With The Flow ◦ Observing and responding to contact points; ◦ Smaller, but more frequent based on the individuals actions, interests or circumstances 5

6. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org Examining our assumptions: SEGMENTATION The Rise Of The Individual ◦ People expect you to know them better; ◦ High levels of personalization now make it possible to produce highly individualized correspondence; ◦ On-line elements can further enhance the individual experience 6

7. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org Examining our assumptions: MULTI-MEDIA SYNERGIES Avoid Those Silos ◦P◦P ermission based is very important; ◦T◦T est on-line giving option exclusively; ◦A◦A different kind of teaser; ◦T◦T he resources are out there. Try them. 7

8. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org Examining our assumptions: TRACKING & ANALYZING Learning Requires Feedback ◦ Better tracking. What should you be measuring? ◦ Basing future actions on analysis of results ◦ Intelligent Mail Barcode 8

9. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org Creativity & Sustained Effort Yields Rewards ◦ Fundraising is a marathon, not a sprint. ◦ Use every technique available to you to generate a gift, but don’t conclude success or failure on immediate results alone. ◦ You’re in it for the long haul. Seek to generate more than one gift. ◦ Organizational patience, foresight and fortitude will reward you in the end! 9

10. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org 10 A copy of this presentation will be available at www.drsol.org. www.drsol.org We are both on LinkedIn, and are pleased to accept your network requests. You’ll receive a brief follow-up survey tomorrow. Please take a moment to complete it. THANK YOU FOR JOINING US. Wrapping up:

11. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org 11 We’ll begin with any questions submitted via the chat feature and then open up the floor. Time for questions:

12. Helping non profits meet and exceed their fundraising goals 672 Crescent Street, Brockton, MA 02302 508-313-1000 www.drsol.org 12 Marcia Scowcroft, VP, Fundraising Programs mscowcroft@drsol.orgmscowcroft@drsol.org 508-313-1056 Liz Brown, VP, Creative Services lbrown@drsol.orglbrown@drsol.org 508-313-1007